The 6 Objections In Sales

2022-05-06T18:08:54+00:00By |

When we understand that objections come from 1 of 6 things that are missing, we are better equipped to fill the appropriate void. The trick is to read between the lines.

Adding Story-Doing to Your Story Telling

2022-05-04T15:57:12+00:00By |

Imagine somebody wants to document your (presumably) unique company culture. You invite her to one of your morning meetings. Now, does her observation confirm or contradict your ads?

No assholes allowed

2022-04-26T16:31:14+00:00By |

Remove the poison quickly and surgically. Although they’re high performers bringing in new money, they’re rotting it one asshole move at a time.

Selling like Herb Tarlic

2022-04-11T14:31:17+00:00By |

“We will match the price of our competitors on any similar product.” With one sentence, he converted us from relational buyers to transactional ones.

Don’t Worry We’ve Got This

2022-04-07T14:02:40+00:00By |

As I knelt in front of my players, I was at a loss for words. Which never happens. You can never tell if I won the lottery or if my dog ran away.

We don’t need no education

2022-03-17T19:50:58+00:00By |

Faced with 2 similar candidates, the employer will differentiate them on education. Today’s problem is getting 2 people to show up for an interview.

Three Smooth Stones

2022-02-03T15:36:42+00:00By |

Generosity is important to creating positive vibes for your business. And your time is more valuable than money. It’s a limited resource.

The Custodian of Hospitality

2022-01-17T14:20:54+00:00By |

Covid-19’s impact on business and the decisions needed for survival are Frostian. But don’t lose your way. Survival depends on Frostian decisions.

Fish when the fish are runnin’

2021-11-01T14:00:46+00:00By |

Morris was Vice President of Marketing of a $50 million business and his favourite saying was, "We go fishin' when the fish are runnin'." But Morris was wrong.

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